Sales Micro Learning

💡 Tip — Day 87

T.R.A.C.E. Scan — read any room in 15 seconds 1. Tone – Is the volume tight and clipped or loose and warm? Tension and openness sound different. 2. Rhythm – Rapid back-and-forth means urgency; long pauses signal caution or confusion. 3. Attention – Eyes on you/slide = engagement. Eyes on laptops = check-out. 4. Constraints – Crossed arms, leaning away, tight lips = resistance; open posture = green light. 5. Emotion – Name the dominant vibe in one word (“anxious,” “amped”). Just labeling it sharpens your response options (Never Split the Difference). 🎯 Try this today: Before speaking in your next meeting, run T.R.A.C.E.; if you spot resistance (Tone + Constraints), start with a question instead of a statement to reduce friction.